How to give contact lenses focus

Contact lens maker Bausch & Lomb asked us to investigate the nascent Chinese market. How could they grow market share?

We used our cultural know-how and expertise in consumer insight to discover why contact lenses weren’t used more widely in this developing economy. The resulting picture was complex. China is a multi-layered, diverse society, where people’s emotional needs and aspirations vary widely. People chose to wear contact lenses for lots of different reasons, not just to look good.

We were able to apply these insights to help Bausch & Lomb develop nuanced communications strategies suited to the various market segments.